Everyone is in selling. If my audience doesnt laugh, I didnt
make the sale.
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A great leader is someone who is extremely well-prepared when
an incredible event occurs.
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Be a positive voice for all you know who are in need.
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Live a life thats like a song of love for all your fellow
man.
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Focus only on the shot youre making, and a good round will
result.
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Develop a passion for all aspects of your game:
practicing,winning, losing, and above all...being the best.
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Winners never quit and quitters never win.
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Preparation is priceless. You do it until you can afford to pay
others to do it for you.
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Defend the truth. Tell it like it is, and you will always
win.
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During the darkest of times, be a shining example of
leadership.
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Surround yourself with the right people & great things will
happen.
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Have a love affair with your work, and it will bring you riches
and wealth.
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Leadership Skills for the Achievement of Greater Success with
Tom Hopkins
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A. Everyone Sells
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B. Management vs. Leadership
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A. Enjoy the benefits of being a master asker and teaching your
people to lead with questions, not just talk and tell.
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Card trick analogy: 1. Color 2. Suit 3. Face or Number J Q K
Odd Even Low High
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1. Its my obligation to qualify and make the decision as to
what product or service is best for them.
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NNow EEnjoy AAlter DDecision-maker SSolution
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2. Every answer must confirm the fact that they are going
ahead.
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3. If my tactics are sound, they cant fight me.
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B. Questioning Strategies Effective questioning includes two
types:
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1. Open questions - Questions that require thought on the part
of the buyer. They yield more information and encourage continued
discussion. They are questions that uncover information: Who, What,
When, Where, Why, and How.
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2. Closed questions - Aimed at obtaining the right answer most
often a single word or two, a yes or a no.
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a. Tie-down - A question at the end of a sentence that demands
a yes.
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b. Porcupine Answering the right question with a question, and
then with their response, moving onto the paperwork.
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c. Involvement - A question the clients must ask themselves
after they get involved. It mentally throws them into the future
and assumes ownership.
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C. Using positive language Sell or soldGet them involved BuyOwn
PriceTotal amount ProblemChallenge SignOK, Approve, Authorize,
Endorse
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Impact - Consciously hearing, writing, reading, and saying the
techniques. Step 1:
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Repetition - You must hear, write, read, and say the techniques
a minimum of six times to get 62% retention. Step 2:
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Utilization - Consciously making myself use the techniques.
Step 3:
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Internalization - When the techniques and strategies are
transferred to my product, then they become a natural part of me.
Step 4:
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Reinforcement - Going back to basics once every year.
Everything I do must be done on reflex. Step 5:
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1. Contests pit salespeople against each other. 2. Incentives
pit salespeople against themselves.
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3. Motivate your salespeople with an ongoing incentive plan. 4.
20% of the participants should win something.
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1. Work on keeping your own attitude positiveat least in front
of the team.
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2. Take time to understand each followers unique
individuality.
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3. Set up a free, in-house training library. Add to it
often.
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4. Conduct regularly-scheduled performance reviews. Let your
people know where they stand.
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5. Attack pending challenges and rapidly make tough
decisions.
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6. Instill in your team the belief that they can become as
great as you, almost.
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They fall in Love with what theyre doing.
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They are Enthusiastic about the business.
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They have the right Attitude.
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They have a Desire to learn new things all the time.
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They study and Emulate other leaders.
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They Respect the members of their team and earn respect in
return.
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They enjoy being Successful.
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They are Humble about their success. They acknowledge the
team.
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They use their Imaginations to come up with the next level to
aspire to.
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They develop a Passion not only for business, but for
life.
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The essence of leadership is to have the ability to make your
followers believe you possess superior knowledge of the situation
or the industrythat you have greater wisdom to cope with the
unknown, or that you have a greater moral force.
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Thank you for your time today. Thank you for your commitment to
greatness.
